Case Study

Sales and Marketing Assessment, Consulting and Strategic Planning

Non-profit CCRC | Concordia Life Plan Community | Oklahoma City, Oklahoma

A faith-based community on the western edge of Oklahoma City, Concordia Life Plan Community’s occupancy was languishing at 79% at the end of 2015. Solutions Advisors was retained in early 2016 to conduct a sales and marketing assessment which revealed the need for a more disciplined approach to sales, along with a clearer positioning of the community’s offerings and the need for more qualified leads. On the heels of the assessment, Solutions Advisors was retained in April 2016 to provide on-site sales consulting and strategic marketing planning. After switching from REPS to Sherpa CRM, the sales team embraced the new sales philosophy and began to develop real and deep connections with their customers. Results were almost immediate: initial inquiries increased from 61 in Q1 2016 to 89 in Q3, and initial tours increased from 24 to 43 in that same time period.

Inquiries to initial tours, a leading indicator of sales success, increased from 39% in Q1 to 77% in Q4 and inquiries to move-ins went from 2% to an average of 5% at the end of 2016. Overall, Concordia finished 2016 at 92% occupancy, up from 81% in Q1, and is on track to finish the first quarter of 2017 at 96%!

“Solutions Advisors has been an amazing partner for Concordia as we have seen tremendous results since our relationship with them began. They came in at a time when we had multiple vacancies in our Independent Living and as we began to implement their recommendations for new strategies, our sales began to increase. Over the past year, our sales have been over double what they were the 2 years prior to working with Solutions Advisors. We are very pleased with this partnership and look forward to continued sales success.”

– Danny Eischen, Executive Director, Concordia Life Plan Community

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